Henk-jan works like a pirate inside the navy, exposing inefficiency with data, redesigning roles around real capabilities, and breaking AI promises into measurable wins backed by clean data and clear standards. He treats composability as an operating model with budgets tied to usage, gives local teams autonomy within guardrails, and measures martech by how it serves people and drives revenue.More
Tag Archives: revenue operations
170: Keith Jones: OpenAI’s Head of GTM systems on buying martech with cognitive extraction and ghost stories
The best martech buying process isn’t a spreadsheet. It’s a cognitive extraction exercise.
Keith Jones asks stakeholders to write what they want, say it out loud, and then feeds both into GPT to surface what actually matters. That discipline applies to agents too. Most teams chase orchestration before they have stable logic, clean data, or working workflows. More
164: Ruari Baker: The 3 most important things you can do for email deliverability: Multi-subdomains, email validation 3.0 and good ol’ postmaster
Your fancy AI personalization messaging strategy doesn’t mean anything if you don’t also have a strategy for email deliverability. Ruari busts long-standing myths about HTML vs plain text, why open rates died with Apple’s 2021 privacy changes, and why the spam complaints visible in your marketing platform represent a fraction of reality. You’ll walk away with 3 deliverability tactics that will help you reach the inbox and stay there.More
160: Mac Reddin: How to leverage dinosaurs to get warm intros and drive better pipeline
Mac treks through the Jurassic wilderness of modern sales, where outbound campaigns cannibalize themselves while AI-powered sequences are degrading response quality by the day. Real marketing power flows through human networks, forward-thinking companies are transforming their SDR teams into relationship architects who measure success through network depth and authentic engagement. Be the team that does better.More
157: Sandy Mangat: How to fix outbound with a crystal ball and signal-powered AI agents
AI and outbound prospecting has flooded our inboxes with poorly personalized, irrelevant, and frankly lame template attempts at human connection. But some teams are seeing the light… the purple light. Sandy takes us inside the dimly lit fortune telling parlor of Pocus where we gaze into the swirling galaxies of the crystal ball of modern sales. We travel through visions of product-led sales, network referrals, signal correlation and AI agents all swirling together to fill pipelines.More
151: Austin Hay: An operator’s guide to AI agents, composability, building in concert and self-designing APIs
Something extraordinary is brewing in the world of martech. In the near future, Austin thinks AI agents will turn into an omniscient digital butler, anticipating your needs with uncanny precision while vanishing into the background of your workday. But the real revolution unfolds in the seemingly mundane machinery of marketing operations, where innovative companies are transforming their spaghetti mess of data pipes and platforms into something approaching digital poetry. More
149: Kacie Jenkins: Claude Code’s Head of Marketing on capturing the true impact of marketing and avoiding reductive metrics
Marketing isn’t about cramming creativity into a spreadsheet, and Kacie’s journey proves it. She took on last-touch attribution, broke free from narrow metrics, and built a system that told the whole story, one where sales and marketing actually worked together. It wasn’t flashy; it was months of unsexy foundational work that led to record-breaking results. More
148: Stephen Stouffer: Understanding AI’s role in customer journeys and messaging
AI can transform your marketing without overwhelming you. Start with one use case. Watch the results, and go from there. You don’t need to master data science to add AI value, but you need to be willing to experiment, keep what works, and let the tech do the heavy lifting.More
147: Nataly Kelly: Making global feel local through the power of marketing localization
Global expansion is a wild process that connects brands to the unique vibe of each market, it’s not just creating a website or translating content. Moving into international territories means showing up prepared, with a localization strategy that’s flexible and has a ton of local insight. Marketing Ops and RevOps both play a key role in localization as a strategic partner, organizing data and decision-making to fuel growth across departments.More
140: Jared DeLuca: Appcues’ Director of Ops on integrating demo bookings within your product and using AI to uncover incremental lifts
Jared takes us inside the mad but amazing world of martech at Appcues – the top product adoption SaaS on the planet. We cover his transition from demand gen to ops, how he’s integrated demo bookings within the product using RevenueHero, the difference between ops and revops. More